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A Golden Nugget that will help you close more sales in September

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In this week's newsletter I will share one of my favorite strategies
to close more sales. This idea was used by one of the most successful
insurance agents ever, Ben Feldman, to generate sales consistently.
It's a technique you can benefit from to grow your business.

1. Video of the Week

2. How to Grow your Business using Sales Scripts

3. Where is Eric?

4. Star of the Week

5. Sponsor of the Week

6. Quote

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1. Video of the Week
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This week's video will help you close more sales this month.
I recorded this video yesterday on the way down to a speaking
engagement in the Bay Area.

This cutting-edge idea is one that I have used personally
for over 15 years to help me close more sales.

Click here to watch the video now

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2. How to Grow your Business using Sales Scripts
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One of the most powerful ideas I have ever learned to increase
sales is to use a sales script. I studied with the world's leading
authority on sales scripting Dr. Donald Moine for many years and
I still stay in the conversation with him. I now teach this powerful
skill to clients around the world.

Join me for a free conference call on Thursday, September 22nd
at 5pm where I will share numerous ideas on how you can grow
your business using sales scripts.

This is a money call. You are going to learn one idea after another
that will put more money in your pocket.

Click here to register for the conference call

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3.  Where is Eric?
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Join me for an upcoming training event or send a friend.
This can create a sales breakthrough!

How to Grow your Business Using Sales Scripts
Featuring Eric Lofholm
Tuesday, October 4
7:00 pm - 9:00 pm
Radisson Hotel
4545 MacArthur Blvd.
Newport Beach, CA 92260
To register go to: http://www.saleschampion.com/GrowBizWithScripts/

How to Sell in the New Economy - Eric Lofholm
Wednesday October 19
7:00 pm to 9:30 pm
Four Points by Sheraton Tempe
1333 South Rural Rd
Tempe, AZ 85281
To register go to: http://howtosellintheneweconomy.com/

Promotion and Selling Made Easy Seminar - Eric Lofholm & Jill Lublin
Wednesday, October 26
6:30 pm to 9:00 pm
Marriott Novato Courtyard
1400 N. Hamilton Parkway
Novato, CA 94949
To register go to: http://saleschampion.com/jill-lublin

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4. Star of the Week
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Our Star of the Week is Dr. Will Fishkin. Dr. Fishkin joined the
Gold Protege Program in September 2010. One of his goals in
joining the program was to develop more Joint Venture
relationships.

Will created an information product called the 6 Success Steps
Secrets program and was looking for new ways to offer his program
to help people grow their business through referrals.

Dr. Fishkin has benefited from learning Eric's Person of Influence
(POI) Strategy and is using this technique to create massive leverage
in his business.

One recent success Dr. Fishkin has experienced since being in the
program came during a dinner with another Chiropractor who has a
huge Chiropractic Marketing and Consulting Business. They agreed
to partner together to produce a version 2.0 of his information
product to reach a specific niche market. This will provide a whole
new audience for the program and will produce thousands of dollars
in additional revenue.

Dr. William Fishkin runs the San Francisco Chapter of the Glazer Kennedy
Insider's Circle. For more than 19 years Dr. Fishkin has built a Family
Chiropractic Center in the Mission District of San Francisco.

Dr. Fishkin has a free report on "4 Mindset Shifts to Unleash the
Referral Potential in Your Business".

Click here to get Dr. Fishkin's free report

Would YOU like to be the Star of the Week? Click here and share a win!
http://saleschampion.com/go/star/

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5. Sponsor of the Week
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Our sponsor of the week is Hugh Ballou, a leadership expert
who works with small business owners to help them improve
their leadership skills.

Back in July, I flew Hugh in to Sacramento to meet with me
and my team at my office in Rocklin. I created an instant
breakthrough for my team and we are working better as a team
than ever before.

Join me for a free webinar with Hugh Ballou on Thursday,
September 15th at 5pm Pacific (8pm Eastern). On the webinar,
you will learn several ways to empower your team to "step up"
and be productive.

Consider improving your leadership skills by registering for
this free leadership webinar.

To register go to: http://leaderaccelerator.com/lofholmwebinar/

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6. Quote
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"Every great leap forward in your life comes after you have
made a clear decision of some kind."

~Brian Tracy

Eric Lofholm
Master Sales Trainer

Filed Under: Closing, closing techniques, selling, Success Stories, Videos

How to Overcome your Limiting Beliefs

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Belief is a powerful component of your sales mindset.

What is a belief? Here are several explanations:

1) The mental act, condition, or habit of placing trust or confidence in another: My belief in you is as strong as ever.

2) Mental acceptance of and conviction in the truth, actuality, or validity of something: His explanation of what happened defies belief.

3) Something believed or accepted as true, especially a particular tenet or a body of tenets accepted by a group of persons

A belief is a feeling of certainty about something. Beliefs in many cases are not true. They are just beliefs. Beliefs are thoughts. Thoughts can be changed.

My belief in you is that you can accomplish whatever you set out to do.

Why do we believe what we believe? There are many answers to this question.

Here are a Few Factors that Influence our Beliefs:

*Our environment (present and past)
*Our associations
*Our experiences
*The media
*Our friends and family
*Someone who had influence with us told us

One time I met a man who said he was a negative person. I asked him why he believed that. He said it was because his family is negative. He thought it was hereditary.

My reality for you is that you are much stronger, more talented, and more skilled than what you believe.

Take a moment now to identify 3 of your limiting beliefs. Write them down. You've taken the first step in overcoming your limiting beliefs.

Success,

Eric Lofholm

Filed Under: featured, Positive Affirmations, Sales Mindset, selling Tagged With: , , , ,

How to Find New Prospects for your Business by Leveraging your Network

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As a sales professional or business owner, you need to find prospects you can deliver your sales presentation to. My sales mentor, Eric Lofholm, calls this process lead generation.

One of the keys to lead generation is systems. You want to develop multiple lead generation systems.

Lead generation begins with a database. Do you have a database where you are entering leads? If not, then you might be leaving money on the table.

Lead generation begins with identifying your target market. Who is your ideal client? You need to find ways to connect with new prospects, whether through networking, phone calls, or email.

A POI is a Person of Influence!

Eric's number 1 lead generation idea is POI. A POI is a person of influence. Everyone has a network. A POI is a person who has a large network where a % of that network is your target market.

Another great strategy to prospect for new leads is through Top Down Selling. This is another way of describing a POI relationship. You influence the POI to refer you, recommend you, or endorse you to their network.

So, what can you do if you want to reach a POI in an organization? You can use an approach called Climb the Ladder Selling. This is where you know someone who knows the POI. You get the person you know to refer you to the POI.

Another strategy that many people know about, but that few do well is the Reciprocal Referral Relationship. This is where you find someone that you can refer business to and then can refer business back to you. An example would be a real estate agent and an insurance agent.

What are you doing to find new prospects? Select one new strategy to implement and you will be well on your way to finding new prospects.

Sell with Confidence,

Kevin Perkins
Sales Trainer, Eric Lofholm International

Kevin delivers training through conference calls and live training sessions.

Filed Under: Lead Generation, referrals, Sales Prospecting, Sales Systems, selling Tagged With: , , , , , ,

3 Ways to Elevate your Sales Results: Taking Action

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There are a few characteristics that separate sales champions from those who aren't. And if you spent a day following a sales champion around, you would learn a lot.

My mentor, Dr. Donald Moine, did exactly that. He studied sales champions and observed them. He learned what makes sales champions unique. He didn't just study sales champions for a day. He studied them for months and used the information to prepare his doctoral dissertation.

As a student and a business partner with my mentor, Dr. Moine, I have found 3 ways to elevate your sales results.

There are 3 ways to elevate your results:

  • Inner Game
  • Outer Game
  • Action

The inner game is the mental side of selling. It's your mindset. It's how comfortable you are with selling.

The outer game is the how to's of selling. When you sell. And what you say.

The last area is action. It's moving yourself to follow though on what should you be doing.

Taking Action

Most people take action and then immediately look for the result.

Results take as long as they take.

Focus on activity not results.

Identify the actions a successful person would take in your industry on a daily basis.

What habits would they have?
What would they believe?
What actions would they take?

The universe rewards people who take action differently than those who don't.

Action is a skill set.

Would you be interested in learning the 3 ways to elevate your results in depth?

I have a program that takes you step by step through the sales process. I will teach you how to develop the mindset of a sales champion. I will teach you proven strategies to increase sales. And I will share some of my best strategies to take action consistently.

Click here to learn how to increase your sales

Filed Under: Sales Mindset, Sales Strategy, Sales Success, selling, Time Management

Closing Techniques to Preframe the Sale

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One of the most powerful closing techniques you can use to close more sales is the preframe. And the best part is that it’s easy to use. It just requires some preparation.

Selling is a thinking man’s game. Selling is a thinking woman’s game. Selling is like mental chess.

Preframing is a way to shape someone’s listening. It is also a way to handle objections before they come up.

Reverse engineer the sales process. This means begin with the end in mind. What is the end result you are looking for? You can use preframing to assist in you getting that result.

The Close is the Natural Conclusion to a Well Delivered Sales Presentation!

A preframe is simply letting someone know in advance what is going to happen. The close is the natural conclusion to a well delivered sales presentation. By preframing the sale, you are letting someone know in advance what is going to happen.

So, how do you actually preframe the close? Here’s the exact language I use, “I have 2 outcomes for our presentation. My first outcome is to share some great ideas with you. My second outcome is to share with you how my ongoing coaching program works. I will give you all the details at the end of our meeting.”

How do you normally deliver your presentation? What can you say early in your presentation to preframe the sale?

Looking for additional techniques to help you close more sales?

Click here to learn my secrets the easy way!

Success,

Eric

Filed Under: closing techniques, Sales Strategy, Sales Success, selling Tagged With: , , ,
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